Recently one of the large IT vendors with a blue logo published a report on what CEOs expect from the CIO and how they percieve the role of the CIO. This report spawned many a critique and proponents of what the survey of the CEOs said.
Key finding specific to this part of the world was that the CIO needs to evolve an understanding and appreciation of the business and how IT can work lock-step with the business to deliver value. According to the report, the CIO still has a long way to go in realizing this goal.
Contrary to the report however a panel discussion sponsored by the same vendor with some CEOs revealed that their respective CIOs are doing a wonderful job of taking on roles which do add value to the business. That makes me wonder the specifics of the report.
My assessment is that the challenge as revealed by the report is more visible in the larger multinational organizations driven by the organization culture and historical evidence arising out of the HQ which translates into restrictions on what the local CIO can do. The local organizations by virtue of no such legacy provide a better platform for innovation and growth to the CIO.
Thus, as we see the adaptation of technology within the local enterprise though it started late has delivered better value and alignment to the business.
What has been your experience based on the companies you work for ?
Tuesday, February 20, 2007
Wednesday, February 14, 2007
Vendor pitches at CIO events
Last week I participated in a CIO event which had approximately 100 odd CIOs/IT Heads together discussing and debating the "Customer". It was indeed refreshing to see the majority of the participants engaged in a discussion on how they can impact customer behaviour.
Like any such event, even this one had its set of sponsors, typically IT vendors big and small who expect their pound of flesh. Not that CIOs grudge them their 15 minutes of time, but they also expect something useful to emerge from the presentations. A few expectations that I could gather talking to the CIOs were:
1. Tell us about new stuff that is coming from your research labs which may impact my IT shop and can create value for the Company
2. Share success stories and failures which help us in our journey
3. Engage in a discussion or debate of real life problems faced by an enterprise before making a sales pitch
4. One-on-one sessions are more effective in selling to prospective interested customers than technical presentations
It was quite obvious that while the CIOs have evolved to the next level, the vendors still target them like they are IT Managers. This puts off a large percentage of the population and most sit through such sessions more out of politeness to the organizers than interest.
If this were not to change, I believe that CIOs will reduce their participation in events and such a step would be a loss to the industry as a whole !
What do you think the vendors' focus should be when facing a conglomeration of CIOs ?
Like any such event, even this one had its set of sponsors, typically IT vendors big and small who expect their pound of flesh. Not that CIOs grudge them their 15 minutes of time, but they also expect something useful to emerge from the presentations. A few expectations that I could gather talking to the CIOs were:
1. Tell us about new stuff that is coming from your research labs which may impact my IT shop and can create value for the Company
2. Share success stories and failures which help us in our journey
3. Engage in a discussion or debate of real life problems faced by an enterprise before making a sales pitch
4. One-on-one sessions are more effective in selling to prospective interested customers than technical presentations
It was quite obvious that while the CIOs have evolved to the next level, the vendors still target them like they are IT Managers. This puts off a large percentage of the population and most sit through such sessions more out of politeness to the organizers than interest.
If this were not to change, I believe that CIOs will reduce their participation in events and such a step would be a loss to the industry as a whole !
What do you think the vendors' focus should be when facing a conglomeration of CIOs ?
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